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ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20131
SOCIAL MEANS BUSINESS: A NEWAPPROACH TO CHANGE AND LEARNING
Kerry BrownVP Enablement, SAP
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20132
WHAT DO YOU THINK?
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ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20133
OUR POLL
What did we learn?
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20134
MARKETDISRUPTORS
Workforce ShiftEmerging Technologies
SOCIAL MEANS BUSINESS…THE LEARNING REVOLUTION
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20135
2020
Traditionalists, 1%
Zoomers, 22%
Gen X, 20%
Millennials, 50%
Gen 2020, 7%
0% 10% 20% 30% 40% 50%
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20136
WORKFORCE SHIFT
By 2020, upto 50% of the workforce will be Millennials
77 million Boomers are exiting the workforce What is your
knowledge transfer
plan?
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20137
EMERGING TECHNOLOGIES
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20138
WHAT IS SOCIAL LEARNING? Social Learning is the formal or informal process of learning from and with people unconstrained by geographic location.
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 20139
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201310
TRADITIONAL VS. SOCIAL
TRADITIONALFORMAL LEARNING
SocialInformal Learning
Instructor-Led TrainingeLearning ProgramsWeb Conferencing
Discussion BoardsBlogs/MicroblogsWikisPodcastsSocial NetworkingSocial Bookmarking
WEB 2.0 Technologies
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201311
SOCIAL COLLABORATION TOOLS
Social Collaboration Tools help groups of people with a common goal to interact, share information, solve problems, and learn.
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201312
SOCIAL LEARNING COMMUNITIES
Draw new organizational lines that connect all areas of business
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201313
SOCIAL COLLABORATIONWHY IS IT IMPORTANT?
• Increases knowledge sharing • Increases the accessibility of subject
matter experts• Increases interconnectivity and
innovation • Extends learning boundaries across
the enterprise• Increases productivity • Personalizes the learning experience• Influences the development of
workplace culture
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201314
SOCIAL ADOPTION
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201315
BARRIERS TO ADOPTION
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201316
A CASE FOR CHANGE: LEARNING ATSUCCESSFACTORS
• 2011 New Hire Sales Reps not doing well• Slow time-to-quota / low productivity• High regrettable attrition• Ineffective onboarding and new hire experience• 2012 Need to “Drink our own Champagne”• Overhaul onboarding and Bootcamp using SuccessFactors Jam & LMS• Using our own product builds product fluency• Sales reps speak with credibility and authenticity
• Amazing results
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201317
JAM…HOW DID WE USE IT?• All learning experiences were a blend of modalities:• New hire cohort = a Jam community• Webinars lead up to instructor led training• Jam is foundational to ILT experience (prework, daily homework, polling,
quizzes, discussion, follow up)• Formal completion tracking and certification exams are in the LMS • Increases engagement and ownership of learning experience• Features used:
• Simple video and screen capture
• Post documents and PDFs
• Public and private groups for your company or multiple companies.
• Wall posting, chatting, wiki-like collaboration, polling
• Access and author from your mobile phone or tablet.
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201318
TOOLS: SALES UNIVERSITY LEARNINGCENTER
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201319
OUTPUTS: NEW HIRE SALES BOOTCAMP
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201320
SUPPORT: SELF-PACED COURSES
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201321
ENABLEMENT: SALES PLAYBOOK
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201322
VALUE FOR EMPLOYEES: FY ‘12 ACCREDITATION PROGRAMS
• Product Essentials• SC Bootcamp
Solution Consultant Product Accreditation
• Complete Product Essentials
Sales Product Accreditation
11
• Enter an opportunity• Deliver first-level demo
2
• Close a deal 3
• Contribute knowledge to community4
• SC CORE Configuration• Advanced Product Demo
2
• Co-deliver customer demo• Lead customer demo
3
• Contribute knowledge to community4
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201323
DEVELOPMENT: PROPOSED FY13 ADVANCED SALES ACCREDITATION
Advanced Sales AccreditationBizX Drivers and Business Results
Presenting to the C-Level Executive
Linking Business Strategy to BizX Drivers
Post Assessment
1
2
3
4
5
Creating the Solution Sales
Excellence
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201324
EVERY LEARNING EVENT BECOMES A RICHBLENDED EXPERIENCE
0100200300400500600700800900
1000
Num
ber o
f Act
ive
Use
rs
Sales University Jam Sites launched in 1H’12
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201325
BUSINESS IMPACT – SALES BOOTCAMPNOV ‘12
Ave.
No.
of o
ppor
tuni
ties c
reat
ed
in 3
mon
ths
NOAM 81%
LATAM 90%
EMEA 87%
APAC 88%
-6%
18%
173%
-20%
0%
20%
40%
60%
80%
100%
120%
140%
160%
180%
200%
0
1
2
3
4
5
6
Early Stage Pipelie Late Stage Pipeline Deals Won
Attended bootcamp after 90 days Attended bootcamp in first 30 days Difference
Diffe
renc
e in
Per
form
ance
New hires who went to the Boot camp within a month of joining SF on an average created better quality pipeline, closing 173% more deals.
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201326
BUSINESS IMPACT – SALES BOOTCAMPNOV ‘12
218%
69%
445%
0%
50%
100%
150%
200%
250%
300%
350%
400%
450%
500%
0
1
2
3
4
5
6
Early (3m) Late (3m) Won(3m)
Impact of Old vs New Bootcamp
Old New Improvement
2012 boot campers significantly out performed their 2011 peers in the first 3 months, both in pipeline quantity and quality.
Ave.
No.
of o
ppor
tuni
ties
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201327
OPEN LEARNING
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201328
MAKING CHANGE STICK
User Performance Management (UPM) enables people to adopt process & technology accelerating ROI and performance from initial transformation through sustainability, optimization and innovation
More Change toBusiness Process/Attrition
Change toBusiness Process
Initial Decision
Expert
Functional
Additional Functions
Sub-standard
GoLive
Source:: Adapted from META Group
12 – 18 months 18– 24 months 2 – 8+ years
Use
r Per
form
ance
End-user performance degrades without continuous training
TRANSFORM OPTIMIZE INNOVATESUSTAIN
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201329
JOIN OUR SOCIAL CIRCLE
ACMP GLOBAL CONFERENCEJW MARRIOTT LIVE LOS ANGELES, CALIFORNIA, USA APRIL 14-17, 201330
THANK YOU!
Kerry BrownVP Enablement
SAP America, Inc.
M [email protected]@sap.com
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